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Sell Your Ideas the Steve Jobs Way by Carmine Gallo (Transcript)

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Carmine Gallo

In this talk at Stanford Graduate School of Business, Carmine Gallo discusses his ‘New Rules of Persuasive Presentations’ which is how to sell your ideas effectively, just as Steve Jobs did…


Carmine Gallo 

Good afternoon. Thank you, thanks for inviting me.

Today I want to help all of you sell your ideas the Steve Jobs way. I’d like to call this the New Rules of Persuasive Presentations. Because I think too, a lot of you, these techniques will be new, or at least maybe it’s a new way of looking at an old problem, which is how do we sell our ideas effectively?

As graduate students at Stanford, you all have ideas to share. You have ideas for new products, new businesses, new methods, new ways of doing things, ideas that are going to change the world. Some people are better than others at telling their story. Steve Jobs, for example, is an extraordinary storyteller.

He’s so exceptional, in fact, I wrote an entire book on him. The Presentation Secrets of Steve Jobs.

Now this book I am proud to say has become an international bestseller. And companies around the world, companies that recruit from Stanford are using some of these techniques to completely transform the way they communicate the vision behind their companies.

How many of you were here when Alan Mullaly spoke, CEO Ford, last week? Alan called me personally last year, called me on my cell phone, I was actually in the gym at the time on my treadmill. Kind of embarrassing, I’m running out thinking, why is this guy calling from Detroit?

And he said, this is Alan Mullaly from Ford, just want to know, I read this cover to cover, it’s really helped a lot. So that’s the kind of reaction I’m getting from people.

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But it’s not just about Steve Jobs, I’m going to give you ideas from many, many other communicators who consciously or not applied the very same techniques when they’re pitching their companies or pitching their products.

But let’s begin with a premise, I hope we can all agree with? A person can have the greatest idea in the world, but if that person cannot convince enough other people it doesn’t matter. It’s always mattered to Steve Jobs.

Steve Jobs always thinks differently about communicating the vision behind Apple. Now what can the rest of us learn? I learned quite a bit, techniques that I now offer my clients. And my clients touch your life every single day. From the computers you buy, to the electronic gadgets you use, to the foods you eat, to the medical devices that keep you healthy. To the cars you drive, to the gas that goes into those cars, and the energy that keeps America moving forward.

My clients are in the news every day. They improve your life every day, and they are using these techniques, and some of them here, especially which is a big client of mine.

Recruits directly from Stanford, and they are using these techniques. So I hope that you are a receptive audience. I want to teach you some of the techniques that we use with high level executives. Okay?

Shall I go through them? The ones that apply to you specifically, the ones that you can adopt today. For your very next presentation. I’m going to start with the most important one.

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